Senior Major Account Executive II
About The Position
SmartBear delivers application integrity for modern tech stacks, ensuring continuous, measurable assurance that software just works as intended with governance to operate at AI speed and scale. SmartBear offers deep test automation, API lifecycle management, and observability capabilities. With integrations across the SDLC, it sets a new quality standard for application delivery teams. SmartBear is trusted by more than 16 million developers, testers, and software engineers across 32,000 organizations, including 75% of the largest financial institutions and industry leaders such as Adobe, JetBlue, and Microsoft. SmartBear’s best-loved brands include Swagger, TestComplete, Reflect, QMetry, Zephyr, and more. As stewards of a collaborative open source community, SmartBear meets customers where they are to make our technology-driven world a better place. Learn more at www.smartbear.com , or follow us on LinkedIn, X, and Reddit. At SmartBear, you will be part of a dynamic team solving one of the most critical challenges facing modern businesses: ensuring the integrity of software in an AI-driven world. Whether you are working directly with customers, driving go to market strategies, supporting operations, building products, or enabling teams, your contributions help shape the future of software quality for organizations worldwide. Join us in our mission. Senior Major Account Executive I, Reflect Drive net-new and expansion revenue across a portfolio of strategic major enterprise accounts for SmartBear's Reflect product. Lead complex, multi-stakeholder sales opportunities using a consultative, value-based sales methodology. Partner cross-functionally with Sales Engineering, Marketing, Customer Success, and Product to accelerate customer adoption and long-term account growth. Product Intro Reflect is SmartBear’s no-code, cloud-based test automation platform designed to help teams create, execute, and maintain reliable end-to-end tests with speed and simplicity. Built for modern development teams, Reflect leverages intelligent automation to reduce test flakiness and maintenance overhead while accelerating release cycles. It empowers QA, developers, and product teams to collaborate effectively and ensure high-quality user experiences across web applications. About the role Own a portfolio of major enterprise accounts, driving both new logo acquisition and expansion opportunities for Reflect. Lead complex, multi-threaded sales cycles from prospecting through close, engaging executive, business, and technical stakeholders. Develop strategic account plans that align Reflect's capabilities with customer business objectives and digital transformation initiatives. Partner with Sales Engineering to lead compelling product demonstrations, technical evaluations, and proof-of-concept engagements. Collaborate with Customer Success to maximize customer outcomes, identify expansion opportunities, and drive long-term account growth. Maintain an accurate pipeline and forecast while demonstrating strong CRM discipline and contributing to regional sales strategy.
Requirements
- 8+ years of enterprise SaaS sales experience with a consistent record of exceeding quota in complex enterprise environments.
- Demonstrated success selling into Fortune 1000 or large enterprise organizations with multiple decision makers.
- Experience selling software solutions to QA, Engineering, DevOps, Platform Engineering, or technology leadership teams.
- Proven ability to navigate complex procurement processes and executive-level negotiations.
- Strong business acumen with the ability to articulate business value, ROI, and strategic outcomes.
- Experience with MEDDICC (or similar enterprise sales methodology) and disciplined pipeline management.
Responsibilities
- Own a portfolio of major enterprise accounts, driving both new logo acquisition and expansion opportunities for Reflect.
- Lead complex, multi-threaded sales cycles from prospecting through close, engaging executive, business, and technical stakeholders.
- Develop strategic account plans that align Reflect's capabilities with customer business objectives and digital transformation initiatives.
- Partner with Sales Engineering to lead compelling product demonstrations, technical evaluations, and proof-of-concept engagements.
- Collaborate with Customer Success to maximize customer outcomes, identify expansion opportunities, and drive long-term account growth.
- Maintain an accurate pipeline and forecast while demonstrating strong CRM discipline and contributing to regional sales strategy.
Benefits
- performance-based bonuses
- generous benefits package that supports employees’ health and well-being
- flexible time off
- hybrid work options
- professional development opportunities
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
